"We are looking for a person who has an unavoidable priority, where their current options are insufficient or unworkable. This person would be weird not to buy our product."
So in other words, a market need or underserved niche.
I guess they mean you need to identify specific people, at a specific place and time, who are desperate for a solution to some problem.
They are desperate usually because it is a problem that affects their bottom line, prevents them completing a project at work, wastes an enormous amount of their time when doing something important to them, etc.
It must be a solution that, even when distilled to its very core, provides clear value to specific people you can identify. Just lighting on a vague market need or undeserved niche is not enough.
Not to say even purely passion projects can't succeed, but those are more hit-or-miss.
They are desperate usually because it is a problem that affects their bottom line, prevents them completing a project at work, wastes an enormous amount of their time when doing something important to them, etc.
It must be a solution that, even when distilled to its very core, provides clear value to specific people you can identify. Just lighting on a vague market need or undeserved niche is not enough.
Not to say even purely passion projects can't succeed, but those are more hit-or-miss.